Getting It Wrong To Get It Right

What happens when more than 30 years of sales experience meets 24 years of FBI negotiation experience?In this episode, Joe Dalton sits down with Chris Voss, former FBI lead international kidnapping negotiator and author of Never Split the Difference, for a practical discussion on what really makes sales and negotiation work.This is more than an interview. It’s a conversation between two practitioners comparing the methods, principles and best practices they use to understand people, uncover what is really being said and move important conversations forward.Joe brings decades of experience in sales and commercial conversations, while Chris draws on lessons learned from some of the highest-stakes negotiations imaginable.Together, they explore tactical empathy, listening, mirroring, handling objections, reading the person across the table, uncovering hidden information and knowing when to walk away from a bad deal.They also discuss why great salespeople are often quieter than people expect, why “that’s right” can be more powerful than “yes,” and why the strongest negotiators focus less on convincing and more on understanding.Along the way, Joe and Chris discover a number of striking similarities between the principles they each use in sales and negotiation.A fascinating conversation about human behaviour, communication and the skills behind better commercial outcomes.Joe Dalton

In this episode, Dr. DeMartini shares his insights on the fascinating topic of breakthrough brands. We explore the concept of fear of success and discover how it is often intertwined with other fears that influence our decisions and actions. As the founder of the Demartini Institute and a leading authority on human behavior, Dr. DeMartini brings a wealth of knowledge and experience to our conversation.

In this episode, Morgan Parry, founder of Tribl Agency, shares his journey from engineering to becoming a LinkedIn content creator and discusses the evolving landscape of social media, AI, and content strategy. Discover insights on building brand, the impact of algorithms, and how to leverage human creativity in a digital world. Morgan shares insights on authentic content creation, the importance of trust in videos, personalized outreach strategies, and long-term content planning. Discover how to build genuine relationships and leverage timeless principles for success on LinkedIn and beyond.Key TopicsMorgan's transition from engineering to online marketingThe impact of LinkedIn algorithm changes and premium featuresThe role of impressions and brand building on social mediaThe influence of AI on content creation and decision-makingStrategies for standing out and building trust online Authentic content creationTrust-building through videosPersonalized outreach strategiesLong-term content planning and storytellingThe importance of boundaries and credibility in businessThe role of philosophy and mindset in successJoe Dalton

Chester Maglo shares his personal journey with sleep apnea and how improving sleep can transform productivity and health. This episode explores personalized sleep strategies, the impact of sleep on mental clarity, and practical tips to enhance sleep quality.Chapters00:00 Introduction to Chester Maglo and his passion for sleep02:28 Understanding sleep apnea versus snoring05:12 Helping others with sleep issues beyond sleep apnea06:20 The importance of personalized sleep strategies10:14 The significance of sleep consistency and routine11:35 Managing anxiety and racing thoughts at bedtime12:47 Closing the book on the day for better sleep14:33 Why extra sleep can cause exhaustion16:01 Benefits of stabilizing sleep and improving energy17:56 The impact of sleep on performance and health20:13 Prevalence of sleep issues in the UK21:28 Most rewarding case: shifting mindset and improving sleep23:52 Effects of seasons and light on sleep patterns25:19 Addressing persistent tiredness despite good habits27:22 The overlooked importance of sleep for health29:32 Treat sleep like a vital health and performance lever30:54 Common mistakes and misconceptions about sleep tracking32:26 The power of quick action and implementation34:09 The mindset and beliefs that influence sleep and success35:12 How to connect with Chester Maglo for personalized helpJoe Dalton

Mark Lamoncha In this episode, Joe Dalton sits down with Mark Lamoncha, CEO of Humtown and the 2026 SBA National Small Business Person of the Year, to explore leadership, company culture, innovation, and what it really takes to navigate challenging times in business.Mark shares how the experiences and lessons he gained from the economic challenges of 2009 onward transformed the way he leads Humtown today. From putting people and purpose at the centre of the business to embracing continuous learning and innovation, Mark offers a fascinating perspective on building a stronger and more resilient organisation.An inventor, author, TEDx speaker, advanced manufacturing and workforce transformation leader, and pioneer in 3D sand printing, Mark's story is one of constantly learning, adapting, and finding better ways to lead.00:00 Introduction and overview of the episode04:00 Reinventing the business during the recession07:47 Co-mentoring and leadership development12:14 Building a positive culture through brand and values15:53 Helping others find their true purpose18:04 Advice for those unhappy in their careers20:01 The importance of work-life balance and energy management22:03 Creating a culture beyond profit24:06 The principles of Brehan law and integrity26:00 The power of positive brand and living currency27:59 The impact of leadership and legacy30:00 Aligning talent with purpose and interest31:59 The most important decision in life and business33:54 The value of faith and commitment in success35:58 Writing your own story and finding significance38:01 The importance of authenticity and self-awareness39:57 The influence of culture and positive energy42:13 Lessons learned from mistakes and challenges44:09 Evolving beliefs about leadership and success46:04 Final thoughts: challenges, opportunities, and continuous improvement

In this episode, Alan Blakeborough from https://launchpadtv.com shares his journey from military service to entrepreneurship, emphasizing the importance of resilience, customer discovery, and the military mindset in building successful businesses. He discusses the challenges veterans face in transitioning to civilian entrepreneurship and offers practical advice for aspiring entrepreneurs.00:00 Introduction and guest background02:06 Alan's journey from fencing to entrepreneurship04:02 Connecting life experiences and future reflections05:16 Lessons learned from entrepreneurship and military discipline08:13 Challenges in acquiring clients and making change09:42 Simplifying systems and reducing friction11:16 Pivoting and adapting in startups13:15 Overcoming failure and building resilience16:14 The importance of asking for help17:09 Supporting veterans in entrepreneurship26:30 Future plans to support military veterans29:50 The value of camaraderie and teamwork36:50 Lessons from mistakes and customer discovery38:28 Recommended business books and future outlook40:06 The role of human connection and empathy in AI41:28 Effective communication and closing deals42:09 Key business advice and final thoughtsJoe Dalton